Cliff's Notes

The Business of Dentistry

Can You Find the Path Through the Trees for 2014?

Cliff’s Notes for December 29, 2013

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210



The reason we do what we do, is so that we can to do what we want to do, when we want to do it!

It’s a tongue twister, but working as a team and making informed decisions, will get us there.  



Plans are nothing; planning is everything.”

President Dwight D. Eisenhower


This Week’s Feature on the Cliff’s Notes Channel

Planmeca Promax 3d

Over 180 Dental Videos

Click on Video / Play List!

In This Week’s Issue

  • The Root of It Commentary:

2014 & The Path Through the Trees!

  • Product Review:


  • The Dentrix Office Manager Blog:

Don’t let your senior patients hold you back!

  • American Association of Dental Office Managers:

Are your codes current?

  • Dentistry Beyond the Mouth:

Dental Sleep Medicine!

  • The Disney Magic of Management:

Insights from the Mouse! You hear customers, but are you listening to employees?


  • This Week in Dentistry:

Planmeca Invests in E4D Advanced Technology & Open Platform!


  • The Henry Schein Outlet Store:

Amalgamator Over-Stock!

  • Cliff’s Closing Notes:

The Root of It Commentary…………………………………………

image001  It’s 2014; Do You See the Path Through the Trees?

 I have been spending a lot of time talking with clients about the future of dentistry. Sometimes we can predict the future by studying the past. There is an old saying that many people forgot, “the past repeats itself”. So with that said let’s take a look at some of the forces that may be influencing our industry and that you should be considering when planning the future of your practice.

The age of the private practitioner is over and the simple partnerships are dwindling. The ADA’s latest report is that the average dental office opening in the U.S. is with 3 dentists. So, you need to consider several things (refer to this week’s quote) and then create & implement a plan.

  1. How long are you planning to practice dentistry and what is your exit strategy?
  2. With appropriate tax planning, what are you willing to invest in your practice and what will be the estimated return on your investment?
  3. Why do you want to make the investment?
  4. Are you planning for cash or equity?
  5. Is the value of your practice part of your life after dentistry?
  6. What must a dental practice look like to command a transition?
  7. Are you prepared to look in the mirror?

I recently had a dentist ask me that if they grew there practice to over $2m+ gross, who could by it when the time comes. My answer was a large group, a 5 to 10 year associate transition or no one. How many of your counterparts in the medical industry own their own practices, NONE! They work for big groups or hospitals. You need to decide if you want to work for the big group or be the big group, or maybe just boutique. But, you really need to start the plan. Healthcare delivery is changing and you are part of it.

For further discussion, questions or concerns, please feel free to contact me at any time @ 201-321-7494 or e-mail

Product Review –Ambu Spur………………………………………

Ambu Supr Disposable Resuscitator – What do you do if the O2 is Empty?

Ambu SPUR® II – Disposable Resuscitator

Ambu SPUR II is the only single use resuscitator that is made from a SEBS polymer instead of PVC. This classifies Ambu SPUR II as environmentally safe and fully disposable, thus eliminating all risk of cross contamination. It is part of a complete family of resuscitators, including infant, pediatric, and adult sizes.

All Ambu SPURII resuscitators come in individual, resealable carrying bags, complete with one or more masks and any special accessories – color-coded for fast size identification.

Key benefits

  • SafeGrip™ surface for secure handling in stressful environments
  • Ergonomic, lightweight design makes extended ventilations less fatiguing
  • Fast recoil time allows for rapid ventilation
  • Easy attachment of manometer and PEEP valve
  • Unique single-shutter valve system for reliable functionality
  • Swivel between valve and mask permits 360° positioning in relation to the patient
  • Integrated handle for user comfort and uniform compression
  • Thin-walled compression bag allows for lung compliance and “feel”
  • Extremely low valve resistance for unimpeded airflow
  • Soft splashguard for user safety

Ambu Spur Resuscitator – $14.49

Adult #499-3940 / Child #499-6431

For more information on Emergency Medical Management, Procedure & Protocol, please feel free to contact me at any time @ 201-321-7494 or

Dentistry Beyond the Mouth………………………………………

Ad-Photo-7486-1    Dental Sleep Medicine – A Real World Approach!

     You have been to the lectures but you were never trained in the real world.

A Two Half-Day Hands-On Program for General Dentists

Presented by

The iSleep Program

Featuring: Dr. Mark Samani

Diplomat, American Academy of Dental Sleep Medicine

Part #1 – Friday January 17, 2014 … Part #2 – Friday February 14, 2014

Clinical Topics & Objectives

  • Fundamentals of sleep medicine
  • Comprehensive Review of Upper Airway Resistance and Obstructive Sleep Apnea (OSA)
  • Review of the impact of OSA on systemic conditions
  • Screening for and identifying sleeping disorders.
  • Review of the all-important patient consultation visit.
  • Referral for sleep testing.
  • Hands-On instruction of bite registration for appliance therapy.
  • Hands-On insertion of a Mandibular Advancement Appliance.
  • A review of post insertion instructions and home care for both the appliance & the patient.
  • Medical insurance reimbursement.

 Participants should take a self-impression and bring the trimmed model on the first day of the course. You will then receive a George Gauge and take a bite impression so that an appliance can be fabricated for you. During part #2 you will have the opportunity to insert and adjust the appliance on fellow participants. At the end of the program you will fully understand how to take impressions, fabricate and adjust the appliance. Participant will leave with a fully functional appliance and a George Gauge (a $450.00 value).

Location: Vizstara Professional, 300 Sylvan Ave., Englewood Cliffs, NJ

Time: Breakfast 9:00 AM-9:45 AM ….. Class 10:00 AM – 1:00 PM

$695.00 – All Inclusive – Appliance, George Gauge, Hands-On Instruction, 6 CE’s

Staff (when accompanied by a dentist) $149.00

For more information contact Linda Barba, Educational Coordinator 201-359-4747

To Register, Call Asteto Dent Labs @ 800-447-7750

If you have any questions or concerns, or wish to discuss the total health concept, please feel free to contact me at any time @ 201-321-7494.

The Office Manager Blog:……………………………………………

image001  Don’t let your senior citizen patients hold you back!

When I was looking at transitioning my first office from paper charts to digital (of course it was the office I was working at) the one thing that concerned me the most was the reaction of my patients.  How would my patients take to filling out their forms from home on a computer or confirming their appointments from their mobile phones?   My office is on an island with a large population of retired and elderly people and 32% of our patient base was over the age of 61 at the time I started the transition.  I look back now and wonder what I was so worried about.  In fact, according to a April 2012 study by Pew Research Group 53% of people over the age of 65 use the internet or email, and of those who are using the internet, 82% say they use it on a daily basis.  Also, seven out of 10 people in this age group own a cell phone, which is up 57% from 2010. Even with my office being well below the national average we are having extreme success with electronic forms and correspondence.  Continue Reading . . .

To read the rest of Dayna’s blog, log onto:

Tips from the AADOM………………………………………………..

image004  Are Your Codes Current?!

By Teresa Duncan, MS, FADIA, FAADOM

Did you know that using inactive Current Dental Terminology (CDT) codes in your software can lead to delays in payment? If your procedure is denied because the code is no longer active then you have to take the time to find out why the code was denied and then file the claim again with the more current code. The unfortunate part is that an office may not find out why it was denied and simply bill the balance back to the patient or write off the amount.  As recently as last month I worked with an office that had codes from 2007 still in their system. As you probably already thought – not only had their codes not been updated but they had not assessed their fees in over eight years!

The old code may also be paid out (if it is a recent deletion) but at a lower rate than if you had used the more accurate code. For example years ago we had a code D0110 which was an Initial Exam. When it was deleted and the code D0150 was introduced many offices did not substitute the new code. They continued to submit D0110 which was paid out lower than the allowances for D0150. For this reason it’s a good idea to let your team know that there may be changes to their coding patterns as a result of new, deleted or changed codes.

The CDT codes are now updated yearly with three types of edits: additions, deletions and change to the code. Your practice management software will release a software update toward the end of the year. It is important to install this patch at the beginning of the year. Don’t wait to find out about the new codes by having your claims denied!

To read the rest of this article log onto:

The Magic of Management – Insight from a Mouse………….

You hear customers, but are you listening to employees?

December 29, 2011 by Stacey DiNuzzo, Public Relations Manager, Disney Institute

If there’s one thing Disney likes to do, its listen. We listen to our guests, even when they say things we may not like. But we also listen to cast members (Disney-speak for employees).

Walt Disney used to always say that if you want to find out what’s REALLY happening in your business, talk to the people on the front lines. As usual, Walt was on to something. Some of our best ideas over the years have come from the front lines — including the massively popular rental stroller program at the Walt Disney World Resort in Florida. This program allows guests to simply remove a name card from the stroller they are using, board a train or an attraction, and put the card in a different stroller when they debark.

  • The cost for implementing this revolutionary program? Next to nothing!
  • What could your employees tell you that might be a game-changer for your customers?
  • If you are an employee, what ideas do you have for management?

To read the rest of The Disney Institute Blog, log onto:

This Week Dentistry: Planmeca…………………………………..

Planmeca Invests in E4D Advanced Technology & Open Platform!

Helsinki, Finland, December 24, 2013 – Planmeca, the world’s largest privately owned dental imaging company and equipment manufacturer, announced today that it has made a non-controlling, strategic investment in E4D Technologies, LLC, developer of the E4D CAD/CAM Restorative System.  This strategic investment reinforces Planmeca’s on-going commitment to help dental providers improve patient care by offering a comprehensive portfolio of integrated digital dental solutions for dentists and dental laboratories.

Planmeca will co-develop CAD/CAM products with E4D Technologies and offer these products in North America under the brand names Planmeca PlanScan-E4D Technologies and PlanMill-E4D Technologies.  Henry Schein, Inc. will continue to be the exclusive distributor in the U.S., Canada, Australia, and New Zealand. In addition, Planmeca will expand distribution of the E4D system to more than 120 additional international markets under the Planmeca PlanScan and PlanMill brands. In certain other markets, the E4D brand will remain in use.

Henry Schein Outlet Center……………………………………….

Overstock – Reconditioned – Demo

For the Special of the Week or More Outlet Store Offers, Call Cliff @ 201-321-7494

Condition: Demo
Part Number: 100-2532-D
Manufacturer Part Number: 099-51022
Catalog Price: $362.99
Outlet Price: $219.00

Warranty: 1-Year

Cliff’s Closing Notes…………………………………………………..

The last month of this year had less business days than other years. The holidays fell in the middle of the week disrupting the natural way people think and work. Although the New Year starts on Thursday, give your team a relaxed week end. Let them re-charge their batteries so that on January 6th they can hit the ground running.

Schedule your team to meet sometime in the next 2 weeks to discuss the changes in the game plan for 2014. This is important because there are changes and if you are not sure of what they are, it’s time for us to have a conversation.

Schedule a practice analysis and review of 2013 so you can measure the results of any changes made in 2014. A written analysis is vital for the growth of any business and should be done annually.

Most important is your time management. Don’t miss one day of your family growing up. Don’t let life get in the way, because when today is gone you can never get it back. It is important to find the balance.

Traveling Wilburys End Of The Line

Funny kids song: The Dentist Song: A funny song for kids and everyone

December 29, 2013 - Posted by | Uncategorized

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